Job Description
Roles and Responsibilities
1. Responsible for owning the sales objectives of the business and implementation of the sales strategies of the business line in the location
2. Deploying territory wise sales execution plans
3. Enhance market shares by enforcing the right product mix and business partners selection in the territories
4. Maintain sales forecasting accuracy and inventory norms for the business line at the location level
5. Achievement of the locations AOP for the product line through an effective town and territory-wise sales plan
Sales Target (AOP) Achievement
- Achievement of territory-wise sales targets adhering the sales strategies correct product mix and business partner selection
- Maintaining DFS accuracy by effective utilisation of APO and BI reports
- Identify opportunities for enhancing the value market share for every product category within the business unit
- Focus on both products with higher gross margins and repeat orders
- Estimate sales potential on town-wise/dealer-wise/competitor-wise basis and prepare sales plan on an annual basis
- Allocate the total sales target on a territory-wise/town-wise basis for the sales staff on month-wise basis
Distribution Network Management
- Maintain an efficient distribution network and ensure comprehensive product availability across all the potential counters in the territories
- Ensure continuous increase in the number of productive dealers
- Ensure effective GTM coverage and regular secondary billing to maximum retailers GTM towns to grow over last year
- Maintain good relations with key business partners and have a pre-decided standard frequency of visiting them
- Take necessary network correction and expansion steps (across all towns and districts) for enhancing the visibility and wider range selling from counters
- Provide adequate support to new business partners and ensure their engagement and productivity
- Play an instrumental role in selection and appointment of new business partners
Schemes & Marketing Communications
- Ensure any pricing or scheme related communication is shared with the business partners on time and understood well
- Ensure excitement of schemes is created around the partners and have maximum number of participants and qualifiers
- Timely settlement of schemes
- Ensure deployment and utilisation of the POSMs at the retail touch points
- Conduct regular market visits to check the numeric and weighted distribution and explore new opportunities for the business and team members
Operational Efficiency Improvement
- Maintain collection period as per the norms of the BU and organisation
- Significant reduction (at least 20%) in the age of the inventory > 90 days
- Seamless coordination with the local support team HR, Sales Administration, Trade Marketing, IT, Supply Chain, Service for smooth running of operations and meeting the market commitments
- Address the pain-points of business partners and provide timely resolution. In case of any bottlenecks, escalate the issues involved to reporting manager
- Providing regular feedback to HO on any new market development / competitor activities / improvement in the existing product range / service delivery / POSM for enhanced customer satisfaction
Desired Candidate Profile
- Good Communications Skills
- 5-8 years of exp.
- Channel Management experience. Consumer durables preferably Fans /Appliances
- Willingness to travel extensively
Good analytical and excel Skills